Mid Market Sales Manager (Paris)

About Dust Work is being rewritten, and the people holding the pen are the ones who actually run it. With enterprise-grade governance, flexible model choice, and a collaborative interface for humans and agents to work together, Dust empowers AI Operators at the world’s fastest-moving companies to rewire how work gets done. With 70%+ weekly active users, people stick with Dust as much as they do with Slack and Notion. We don't get piloted and shelved. We land once, and spread. We're at an exciting stage of our journey, and growing fast. We're serving great customers like Datadog, 1Password, Cursor, Clay, Vanta and Persona, and aim to x5 our growth by the end of 2026. Dust is backed by Sequoia with a determined team of optimists (coming from Stripe, OpenAI, and Stanford) who like to focus on users, ship fast, and don't take themselves too seriously while doing so. The Generalist named us among the Future 50 . The role We’re hiring a Sales Leader to build Dust’s go-to-market presence across French Mid-Market and SMB customers. This is an opportunity to shape how we reach and grow a broad range of businesses, from developing an efficient sales motion to helping customers see value quickly and expand over time. You’ll act as the business lead for the segment, with accountability for revenue. You’ll lead and coach the sales team, stay close to customers and deals, and build a repeatable approach that balances efficient execution with the different needs of SMB and Mid-Market customers. You’ll also coordinate the teams that support pipeline generation, sales, and customer growth. Working closely with BDR, Growth, Field Marketing, Partnerships, Revenue Operations, Solutions Engineering, Deployment, and Customer Success, you’ll focus resources on the channels and activities that can best support the segment’s goals. What you’ll do • Lead, coach, and grow the sales team for the Mid-Market and SMB segment, including hiring, performance, and day-to-day execution. • Own the segment’s ARR plan, forecast, and qualified pipeline. Set priorities with the CRO, review progress, and address gaps early. • Define and refine the sales approach for SMB and Mid-Market customers, adapting qualification, messaging, and deal support to each customer’s needs. • Build an efficient path from target account and first conversation through qualification, evaluation, close, handoff, and expansion. • Coach sellers on discovery, value-based selling, pipeline discipline, and helping customers make decisions with confidence. • Make clear, evidence-based recommendations to Product based on customer conversations, deal patterns, and segment needs. • Work with BDR and Growth leaders to build qualified pipeline through targeted outbound and other relevant channels. • Partner with Field Marketing to prioritize campaigns, events, customer advocacy, and community programs that support pipeline and revenue goals. Work within the marketing leadership’s standards and methods, and ensure programs are well executed and measured. • Set direction for how Partnerships can support segment priorities, working with the Partnerships lead on relevant sourcing, co-selling, and delivery opportunities. • Coordinate with Solutions Engineering, Deployment, Professional Services, and Customer Success to support effective evaluations, smooth implementations, adoption, and expansion. • Share market learning with the CRO and other segment leads, helping Dust develop a coherent France go-to-market approach. What we’re looking for • A proven B2B software sales professional who has grown from individual contributor into people leadership, with 5+ years leading sales teams and a hands-on understanding of how to help sellers succeed. • Experience selling to SMB and Mid-Market custo